You can drive yourself crazy-and drive all your friends
away--if you work your business by trying to convince people to buy your
product or service, or to join you team. It just doesn't work. And the harder
you try to do it, the more it doesn't work! You need to get one thing straight.
Not everyone wants to improve their life or their health. It
sounds weird, but it's true...
You can have the greatest natural health product that will
address all the aches and pains or other ailments a person is complaining
about, your prospects may understand what you're offering and believe in it,
and they still may not be the least interested in buying your product. It seems
to defy logic!
For one thing... some people would just rather complain.
Perhaps they identify with their problem. Perhaps they currently enjoy some
reward, like attention, for having their problem. Perhaps it's easier to
complain than to do something about it. Whether you are offering someone a
product, a service, or a business opportunity, what you are offering them
requires... CHANGE. This is the heart of the matter. Few people like change,
even when it's improvement, because it's still change. And if that change
requires them to think, to do something, and to get out of their comfort zone,
they may not be sufficiently motivated. You are battling inertia! Don't try too
hard to convince people to buy from you... this could work against you, besides
frustrate you and lower your self-confidence.
Most people will not respond well to your logical appeal. It
has been found that people make decisions based on emotion, and then justify
that decision with logic. What you need to learn is to appeal to them with
emotion. (No, not tearfully pleading with them.)
People won't buy a super-duper vitamin drink. However,
people may pay money to feel energetic enough to get back on the golf course or
to feel good enough to spend more quality active time with their grandchildren.
Do you see the difference here? Don't try to sell vitamin drinks when you can
be much more successful offering enjoyment. What does your prospect enjoy that
they could enjoy more of or better if they had the benefits of your product or
service?
Find this out for your prospects--by developing those
relationships--and you can then use it to convince people to buy that enjoyment
by buying your product.
In the same way, people won't want to join your business
opportunity. Building your business organization is a much bigger endeavour
than trying to convince people to buy a vitamin drink so the resistance will be
even bigger. Imagine your prospect stressing at the mere thought of
"business", "sales", "public speaking"... What
you need to do is to get to know them and what they really want. Do they want
to have more time free to spend with their kids? Do they want to earn enough to
allow their spouse to stay home? Do they want to be able to put their kids
through college or retire early and travel? Find out what they are motivated to
make happen and then present them with your opportunity as a means to get them
what they want. Some may still rather complain, but this will greatly improve
your results and people will appreciate that you were thinking about what they
want, rather than just pushing a product or opportunity at them because that's
what you want.
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